NGN HNG NH NC VIT NAMB GIO DC V O TOTRNG I HC NGN HNG TP.H CH
MINH
BI TP NHMMN: TH TRNG CHNG KHON
ti:BO CO THC T V HOT NG MI GII TI CNG TY CHNG KHON MB
Ging vin : NSC.V Th Anh ThNhm thc hin: Nhm 3Lp: T03
TP.HCM, nm 2013
MC LC
CHNG 1: GII THIU CHUNG V HOT NG CHNG KHON41.1. Bn cht hot ng mi
gii chng khon41.1.1.Khi nim41.1.2.Chc nng ca hot ng mi gii chng
khon41.1.3.Vai tr ca hot ng mi gii chng khon51.2. Phn loi hot ng mi
gii51.2.1.Phn loi theo dch v cung cp61.2.2.Phn loi theo hot ng ca
nh mi gii chng khon61.3.Quy trnh mi gii chng khon71.4.Vn bn php lut
quy nh hot ng mi gii chng khon10CHNG 2: HOT NG MI GII CHNG KHON TI
CNG TY C PHN CHNG KHON MB112.1.Gii thiu khi qut v cng ty c phn chng
khon MB112.1.1.C cu t chc122.1.2.Ngnh ngh v a bn kinh
doanh122.2.Thc trng hot ng mi gii chng khon ti cng ty c phn chng
khon MB132.2.1.Quy trnh hot ng mi gii ti MBS132.2.2.Th phn hot ng
mi gii chng khon MBS192.2.3.Biu ph dch v mi gii chng khon222.2.4.Kt
qu kinh doanh hot ng mi gii ti MBS262.3.So snh hot ng mi gii chng
khon ca MBS vi cc cng ty chng khon khc28CHNG 3: GII PHP PHT TRIN
HOT NG MI GII TI CNG TY C PHN CHNG KHON MB303.1.Xy dng chin lc khch
hng ton din hp l303.2.Nng cao c s vt cht k thut, ci tin cng
ngh313.3.Xy dng ngun nhn lc:323.4.Lp h thng kim tra, gim st ni
b35TI LIU THAM KHO36
CHNG 1: GII THIU CHUNG V HOT NG CHNG KHON1.1. Bn cht hot ng mi
gii chng khon1.1.1. Khi nimHot ng mi gii chng khon l hot ng kinh
doanh ca cng ty chng khon, trong cng ty chng khon i din cho khch
hng tin hnh giao dch thng qua c ch giao dch ti s giao dch chng khon
hay th trng OTC m chnh khch hng s chu trch nhim i vi hu qu kinh t
ca giao dch . Theo quy nh ca Lut chng khon 2006 th Mi gii chng khon
l vic cng ty chng khon lm trung gian thc hin mua, bn chng khon cho
khch hng. Hin nay, vn php nh quy nh cho nghip v mi gii chng khon l
25 t ng.1.1.2. Chc nng ca hot ng mi gii chng khon Cung cp thng tin
v t vn cho khch hngNhn vin mi gii c th cung cp cho khch hng cc bo
co nghin cu vi nhng khuyn ngh u t, bao gm cc loi thng tin sau: Thng
tin v loi chng khon, v cng ty nim yt, tnh hnh hot ng kinh doanh ca
cng ty pht hnh. Thng tin v xu hng th trng trong nc, tnh hnh th trng
chng khon th gii, a ra cc phn tch v nhng tc ng trong tng lai. a ra
cc li cnh bo, t vn u t vo cc lnh vc, cc loi chng khon c tim nng pht
trin. Cung cp sn phm v dch v ti chnh, gip khch hng thc hin dch v
theo yu cuTrong hot ng mi gii chng khon cho khch hng, cc cng ty
chng khon cng cung cp cho khch hng ca mnh nhng dch v ti chnh i km c
th thc hin giao dch thun li, nhanh chng v an ton nht. Cc dch v ti
chnh i km bao gm: M ti khon giao dch chng khon cho khch hng. M ti
khon k qu cho khch hng. Thc hin nhim v ng k, lu k chng khon.1.1.3.
Vai tr ca hot ng mi gii chng khon Gim chi ph giao dchS xut hin ca
cng ty mi gii chng khon tit kim nhiu chi ph cho tt c cc bn tham gia
giao dch chng khon:i vi nh u t: D dng tip cn thng tin thng qua cng
ty mi gii Kh nng lnh t c thc hin mc cao Tit kim chi ph i li, chi ph
in thoi, chi ph internet,.i vi th trng giao dch chng khon, s giao
dch chng khon: Gim chi ph t chc, chi ph qun l nhn s H thng cc cng
ty chng khon thnh vin, gi lnh v nhn kt qu mt cch d dngi vi x hi:
Khng b st cc khon u t pht trin kinh t To mt khon thu vo ngn sch Nh
nc Pht trin sn phm v cc dch v trn th trngCng ty chng khon thc hin
vai tr lm trung gian gia ngi bn v ngi mua nn h c th nm bt c nhu cu
ca khch hng t c th cung cp nhiu tng v thit k sn phm v dch v theo yu
cu ca khch hng. Nh vy lm cho sn phm dch v ngy cng a dng, thu ht c
nhiu khch hng, huy ng c khi lng ln vn nhn ri trong x hi. Ci thin mi
trng kinh doanhCc t chc mi gii chng khon ra i tc ng tch cc n mi
trng kinh doanh: Hot ng mi gii chng khon cng th trng chng khon gp
phn hnh thnh nn nn vn ha u t. Sn sinh ra nhiu ngnh dch v mi m in
hnh l cho vay cm c chng khon, t vn u t chng khon. Hot ng mi gii
chng khon gp phn to nn nhiu vic lm cho cc lao ng, thc y kinh t pht
trin.1.2. Phn loi hot ng mi gii chng khon1.2.1. Phn loi theo dch v
cung cp Mi gii dch v (full service stock broker)L nhng ngi mi gii
chng khon c th cung cp y cc dch v c lin quan n chng khon cho khch
hng nh: mua bn chng khon, gi h c phiu, thu c tc, cho khch hng vay
tin, cho vay c phiu bn trc, mua sau, H cung cp mt di dch v hon ho t
vic a ra nhng kt qu nghin cu phn tch, cho li khuyn n vic theo di ti
khon v kp thi a ra nhng khuyn ngh cn thit cho khch hng. Mi gii chit
khu (discount stock broker)L nhng ngi mi gii ch cung cp mt s t dch
v, ty theo s y nhim ca khch hng. Hot ng ch yu ca h l gip khch hng
thc hin cc lnh mua v bn chng khon. Loi mi gii ny c khon ph v hoa
hng nh hn so vi mi gii dch v v khng c t vn, nghin cu th trng.1.2.2.
Phn loi theo hot ng ca nh mi gii chng khon Mi gii y nhimMi gii c y
nhim hay mi gii c tha hnh: mi gii ny lm vic c hng lng ca cng ty
chng khon, c b tr thc hin mua bn chng khon cho chnh cng ty hay khch
hng trn sn giao dch. Do , h cn c gi vi tn khc l mi gii trn sn. Mi
gii c lp (Independent stock broker)Mi gii c lp (hay cn tn gi khc l
mi gii 2 la) h lm vic c lp, khng thuc mt cng ty chng khon no, hng
hoa hng theo dch v, h thng l nhng thnh vin t b tin ra thu ch ti s
giao dch, thc thi lnh cho cc cng ty thnh vin khc ti sn giao dch.
Nguyn nhn c loi hnh mi gii ny xut pht t vic cc nhn vin mi gii ti
cng ty chng khon tip nhn qu nhiu lnh t ca khch hng nn khng th m ng
ht c hoc v mt s l do no nn vng mt. Lc ny, Cng ty chng khon s k hp
ng vi nhng nh mi gii c lp h thc hin cc giao dch cho khch hng ca
mnh. Khon ph hoa hng m nh mi gii nhn c thng l 2 la trn 100 c phiu.
y cng l mt ngun nhn lc b sung cho cc Cng ty chng khon, l lc lng d b
to ra co gin p ng tt hn nhu cu ca nh u t, v mi trng rn luyn k nng o
to cho ngh mi gii. Nh mi gii chng khon chuyn mn (specialist)Mi chng
khon nim yt ti S giao dch chng khon ch c bun bn trn mt v tr nht nh
trong phng giao dch, gi l quy. Trong mi quy c mt s nh mi gii gi l
nh mi gii chuyn mn, h chu trch nhim mua bn mt loi chng khon nht nh,
c Hi ng qun tr ca S giao dch chng khon phn cng. Nh mi gii chuyn mn
thc hin hai chc nng ch yu: thc hin cc lnh giao dch v to th
trng.1.3. Quy trnh mi gii chng khon v nhng quy nh cn trong hot ng
mi gii Quy trnh mi gii chng khonBc 1: M ti khon cho khch hng (c quy
nh ti iu 48, thng t thng t 210/2012/TT-BTC hng dn thnh lp v hot ng
cng ty chng khon)Trc khi mua v bn chng khon qua hot ng mi gii, khch
hng phi m mt ti khon giao dch ti cng ty chng khon. Khch hng c hng
dn in thng tin quy nh vo giy m ti khon. B phn qun l ti khon khch
hng ca cng ty kim tra tnh chnh xc ca thng tin, ng thi trong qu trnh
hot ng ca ti khon nhng thay i ca thng tin cng cn phi c cp nht. Ti
khon giao dch hin nay c th chia thnh hai loi: ti khon tin mt v ti
khon k qu.Bc 2: Nhn lnh ca khch hng Mi ln giao dch, khch hng phi
pht lnh giao dch theo mu in sn v phi in y cc thng tin quy nh vo mu
ny. Vic pht lnh c th din ra trc tip hoc gin tip thng in thoi, fax
hay internet, Mu lnh phi bao gm cc thng tin v: lnh mua hay lnh bn,
s lng cc chng khon, m t chng khon c giao dch, s ti khon ca khch
hng, tn ti khon, ngy giao dch v ngy a lnh, gi cc loi lnh giao dch m
khch hng yu cu,Bc 3: Thc hin lnhTrn c s ca khch hng, cng ty s kim
tra cc thng tin trn lnh, kim tra th trng thc hin, kim tra s tin k
qu. Sau cng ty chuyn lnh ti s giao dch thc hin.Trn th trng tp
trung, lnh giao dch ca khch hng s c chuyn n s giao dch chng khon.
Cc lnh c khp vi nhau hnh thnh gi c cnh tranh ca th trng ty theo
phng thc u gi ca th trng. Trn th trng OTC, vic mua bn chng khon s c
da trn c s tha thun gia khch hng v cng ty chng khon nu cng ty ny l
nh to lp th trng.Vic nhn lnh v thc hin lnh ca khch hng c quy nh c
th ti iu 52 thng t 210/2012/TT-BTC hng dn thnh lp v hot ng cng ty
chng khon).Bc 4: Xc nhn kt qu thc hin lnhSau khi thc hin lnh xong,
cng ty chng khon gi cho KH mt bn xc nhn nhng lnh no ca KH c thc
hin. Xc nhn ny ging nh ha n thanh ton tin ca KH.Bc 5: Thanh ton b
tr giao dchVic thanh ton b tr chng khon c thc hin da trn c s ti
khon ca cc cng ty chng khon ti ngn hng. i vi vic i chiu b tr chng
khon do trung tm lu k chng khon thc hin thng qua h thng ti khon lu
k chng khon. Vic b tr kt qu giao dch chng khon s c kt thc bng vic
in ra cc chng t thanh ton. Chng t ny s c gi cho cc cng ty chng
khon, l c s thc hin thanh ton v giao nhn gia cc cng ty chng khon.Bc
6: Thanh ton v nhn chng khonn ngy thanh ton, cng ty chng khon s
thanh ton tin cho KH thng qua h ngn hng ch nh thanh ton v giao chng
khon thng qua hnh thc chuyn khon ti trung tm lu k chng khon. Sau
khi hon tt cc th tc giao dch ti S giao dch, cng ty chng khon s
thanh ton tin vi KH thng qua h thng ti khon giao dch ca KH m ti cng
ty chng khon. Nhng quy nh trong thc hin hot ng mi gii:Theo iu 47 -
mc 2 - thng t 210/2012/TT-BTC hng dn thnh lp v hot ng cng ty chng
khon, khi thc hin hot ng mi gii, cng ty chng khon c trch nhim:+ Cng
ty chng khon phi b tr ngi hnh ngh chng khon lm vic ti cc v tr sau:
T vn, gii thch hp ng v thc hin cc th tc m ti khon giao dch chng
khon cho khch hng; T vn giao dch chng khon cho khch hng; Nhn lnh,
kim sot lnh giao dch chng khon ca khch hng; Trng cc b phn lin quan
n nghip v mi gii chng khon.+ Cng ty chng khon phi tun th cc quy nh
v phng chng ra tin theo cc quy nh php lut hin hnh.+ D liu v ti khon
mi gii ca khch hng m ti khon ti cng ty chng khon phi c qun l tp
trung v phi lu gi d phng ti a im khc.+ Cng ty chng khon thc hin
nghip v mi gii chng khon khng c: a ra kin v vic tng hay gim gi chng
khon m khng c cn c li ko khch hng tham gia giao dch; Tha thun hoc a
ra li sut c th hoc chia s li nhun hoc thua l vi khch hng li ko khch
hng tham gia giao dch; Trc tip hoc gin tip thit lp cc a im c nh bn
ngoi cc a im giao dch c y ban Chng khon Nh nc chp thun k hp ng mi
gii vi khch hng, nhn lnh, thc hin lnh giao dch chng khon hoc thanh
ton giao dch chng khon vi khch hng; Nhn lnh, thanh ton giao dch vi
ngi khng phi l ngi ng tn ti khon giao dch m khng c y quyn ca ngi ng
tn ti khon bng vn bn; Tit l cc ni dung t lnh giao dch ca khch hng
hoc thng tin b mt khc c c khi thc hin giao dch cho khch hng m khng
phi cng b thng tin hoc theo yu cu thanh tra, kim tra theo quy nh ca
php lut; S dng tn hoc ti khon ca khch hng ng k, giao dch chng khon;
Xm phm ti sn, quyn v li ch khc ca khch hng.1.4. Vn bn php lut quy
nh hot ng mi gii chng khonPhp lut iu chnh hot ng mi gii chng khon l
mt b phn ca php lut chng khon iu chnh cc quan h x hi pht sinh trong
qu trnh thc hin hot ng mi gii chng khon ca cc cng ty chng khon vi
cc ch th mua v bn trn th trng chng khon. Hin nay hot ng ca cng ty
chng khon ang c iu chnh bi lut v cc vn bn sau: Lut s 70/2006/QH11
ca Quc hi: Lut Chng khon. Lut s 62/2010/QH12 ca Quc hi: Lut Chng
khon sa i. Quyt nh 15/2008/Q-BTC v vic ban hnh quy ch hnh ngh chng
khon. Thng t 147/2012/TT-BTC v vic Sa i, b sung mt s iu ca Quy ch
hnh ngh chng khon. Thng t 210/2012/TT-BTC hng dn thnh lp v hot ng
cng ty chng khon.
CHNG 2: HOT NG MI GII CHNG KHON TI CNG TY C PHN CHNG KHON MB2.1.
Gii thiu khi qut v cng ty c phn chng khon MBCng ty C phn Chng khon
MB, vit tt l MBS (trc y l Cng ty CP Chng khon Thng Long) c thnh lp
vo thng 5 nm 2000, l mt trong 5 cng ty chng khon u tin ti Vit Nam.
Sau 12 nm khng ngng pht trin, MBS tr thnh mt trong nhng cng ty chng
khon hng u Vit Nam. Trong hai nm lin tip 2009 v 2010, MBS vn ln dn
u th phn mi gii ti c hai s giao dch: S GDCK H Ni (HNX) v S GDCK TP.
HCM (HOSE).Tn cng ty: Cng ty c phn chng khon MB.Tn ting Anh: MB
Securities Joint Stock Company.Tn vit tt: MBS.Logo: Tr s chnh: Ta
nh Thng Long, s 98 Ngy Nh Kon Tum, Thanh Xun, H Ni.Link website:
www.mbs.com.vnVn iu l: 1,200,000,000,000 (Mt nghn hai trm t
ng).Slogan: Making Private Business Solution Gii php kinh doanh
chuyn bitVi th mnh l cng ty thnh vin ca Tp on MB, MBS lin tc vn ln
t cc mc pht trin mi c v quy m v nghip v. Vn iu l ca MBS tng dn qua
cc nm t 9 t VN ln 1.200 t VN.MBS l mt trong s t cc cng ty chng khon
c kh nng cung cp cc dch v vi cht lng cao bao gm t vn u t, mi gii
chng khon, lu k chng khon, t vn ti chnh v bo lnh pht hnh chng khon.
Mng li chi nhnh v cc phng giao dch ca MBS c m rng v hot ng c hiu qu
ti nhiu thnh ph trng im. MBS thu ht v pht trin c mt i ng nhn s nng
ng trong c hng chc chuyn gia phn tch v hng trm chuyn vin quan h
khch hng c nhn v t chc c o to bi bn, c t cch o c tt, khng ngng phn
u cung cp dch v v cc gii php kinh doanh cho khch hng vi s cn trng,
chuyn nghip v trch nhim cao nht.2.1.1. C cu t chc(Ngun: MBS, nm
2013)S 2.1: S c cu t chc MBS2.1.2. Ngnh ngh v a bn kinh doanhCng ty
c phn chng khon MB cung cp cc sn phm, dch v: Dch v Chng khon:MBS
cung cp nhiu sn phm, dch v t vn ti chnh a dng cho Khch hng c nhn v
Khch hng t chc.Cc sn phm, dch v chng khon c bn gm: m ti khon giao
dch chng khon, mi gii chng khon v lu k chng khon.Cc sn phm dch v ti
chnh bao gm: ng trc tin bn, h tr thanh khon, k qu v cc dch v h tr
ti chnh khc.Cc sn phm dch v giao dch in t gm: Dch v giao dch trc
tuyn; Dch v giao dch chng khon, dch v ti chnh, truy vn thng tin qua
in thoi dnh cho khch hng; Dch v tra cu thng tin doanh nghip v thng
tin th trng; Dch v bng gi trc tuyn; Dch v m ti khon giao dch chng
khon trc tuyn; Dch v thng bo kt qu khp lnh, tra cu kt qu khp lnh v
s d ti khon, tra cu thng tin th trng v thng tin chng khon qua tin
nhn SMS. Dch v Nghin cu: MBS xy dng hai h thng bo co nghin cu dnh
cho nh u t c nhn v nh u t t chc bao gm cc nghin cu v kinh t, th
trng, c phiu v th trng n. Dch v Ngn hng u t: Hot ng dch v ngn hng u
t c MBS rt ch trng pht trin bao gm: T vn pht hnh c phiu (ECM); T vn
tri phiu (DCM); T vn M&A v T vn ti chnh.Trong , cc ngnh ngh
kinh doanh hoc sn phm, dch v chnh chim trn 10% tng doanh thu trong
02 nm gn nht: Mi gii v t doanh chng khon.a bn hot ng kinh doanh
chnh, chim trn 10% tng doanh thu trong 02 nm gn nht: H Ni v thnh ph
H Ch Minh.2.2. Thc trng hot ng mi gii chng khon ti cng ty c phn
chng khon MB2.2.1. Quy trnh hot ng mi gii ti MBSQuy trnh hot ng mi
gii l cc bc cng vic m b phn mi gii, cc nhn vin mi gii MBS phi lm
thc hin hot ng mi gii. Quy trnh mi gii chng khon ca MBS thng bao gm
cc bc sau: Bc 1: Tm kim khch hng Phn ln doanh thu ca cng ty chng
khon l t hoa hng mi gii v th nu khng c khch hng th cng ty khng th
tn ti v pht trin, do tm kim khch hng l mt nhim v quan trng i vi nhn
vin mi gii. MBS lun xc nh r nhm khch hng m cng ty hng ti t a ra cc
chin lc tm kim khch hng, phn nh r nhim v v hiu qu cn t c ca tng b
phn hay ca tng nhn vin mi gii.Vi th trng chng khon mi, a phn dn c
cha c kin thc cng nh hiu bit v cc loi chng khon v cch vn hnh ca th
trng th vic tip th, qung b v hnh nh ca cng ty cng nh vic ph bin cc
kin thc c bn l quan trng. Nhng vi nhng th trng pht trin, dn c am
hiu v chng khon, u t th vic t vn l quan trng, do MBS cn am hiu v a
bn hot ng c nhng chin lc pht trin ph hp v p ng c nhu cu a dng ca
khch hng. Bc 2: Sng lc khch hng, la chn cc nhm khch hng tim nng Vi
danh sch khch hng, nhng thng tin s b m b phn mi gii thu ht c t hot
ng tm kim trn, ty theo tng nhu cu u t, kh nng ti chnh, kh nng chu
ng ri ro ca tng i tng khch hng m mi gii tin hnh phn loi, la chn cc
khch hng mc tiu. T tm cch tip xc, xy dng mi quan h vi khch hng, to
cho h cm gic tin cy, thoi mi. Cng vic ny mt rt nhiu thi gian v cng
sc, n i hi ngi mi gii tnh kin nhn cao, kh nng giao tip nhy bn, thng
minh. Bc 3: Tm hiu c th nhu cu, mc tiu ti chnh, kh nng chp nhn ri
ro ca khch hng y l giai on i hi ngi mi gii cn vn dng linh hot cc k
nng ngh nghip ca mnh c bit l kh nng khai thc thng tin th mi c th
thnh cng khi gp g khch hng. Ngoi vic tip nhn thng tin t khch hng ca
mnh, thng thng nh mi gii cn nhn thng tin t cc bo co phn tch, nhn nh
th trng ca cc b phn trong cng cng ty. Hn na, chnh MBS cng t hng vi
cc CTCK khc hoc t chc bn tin cho mnh khai thc ti a mi ngun thng
tin. ng thi, nh mi gii cn phi cp nht thng tin c nhn, thng tin ti
chnh ca khch hng hng thng xuyn thc hin chm sc v a ra nhng t vn ph
hp. Bc 4: Gii thiu, khuyn ngh vi cc khch hng v cc sn phm dch v ph
hp vi mc tiu v nhu cu ca tng khch hng. i ng chuyn vin mi gii ca MBS
cung cp thng tin v khuyn ngh u t cho khch hng t sn phm ca i ng phn
tch. Vic ngin cu ca cc nh phn tch thng tp trung vo cc din bin tng
th ca ton th trng, hot ng ca cc cng ty v phn tch theo ngnh, lnh vc
kinh t. Vi khi lng thng tin cng vi cc thng tin do nh mi gii t cp
nht cung cp, t vn v a ra nhng khuyn ngh ph hp vi mc tiu v nhu cu ca
khch hng.S d, phi c bc ny l h tr cho khch hng nm bt c cc sn phm,
dch v ca cng ty. Hn na, i vi mt s khch hng c bit l khch hng c nhn
th vic phn tch v tng hp thng tin l rt kh khn nn cn thit mt chuyn
vin mi gii t vn cho h khi no cn mua bn chng khon, mua bn loi no, s
lng bao nhiu ... Mc d, nhng kin t vn ny ch mang tnh cht tham kho
nhng vi s h tr chuyn ngip t cc chuyn vin t vn, iu ny cng c ngha rt
quan trng n quyt nh u t ca khch hng. Do vy, mi chuyn vin mi gii cn
trang b mt kin thc v chng khon, tnh hnh th trng, chnh sch chung ca
Nh nc, ... v cp nht thng tin mt cch nhanh chng v chnh xc nht. Vi
ngun thng tin thu thp, kin thc, kinh ngim ca nh mi gii v s dng k
nng truyn t thng tin, k nng thuyt phc khch hng gii thiu, hng dn
khch hng v cc sn phm , em li s tin tng cho khch hng. Bc 5: Cung cp
cc dch v cho khch hng v m bo cc dch v sau bn hng cho cc khch hng
Sau khi thu ht c khch hng n vi mnh, nhn vin mi gii tin hnh m ti
khon giao dch, t vn hay a ra cc li khuyn ngh h mua, bn chng khon,
gii thiu cho khch hng cc dch v m cng ty cung cp p ng cc nhu cu u t
ca khch hng. Nh mi gii phi tin hnh theo di s bin ng ca ti khon khch
hng mt cch lin tc a ra cc li khuyn ngh kp thi.Trong bc ny, nhn vin
mi gii thc hin cc quy trnh giao dch sau:
(5)(4)(3)(2)(1)Thanh ton b tr giao dchThanh ton v nhn chng
khonThc hin lnhXc nhn kt qu thc hin lnhM v qun l ti khon cho khch
hngNhn lnh ca khch hng(6)
S 2.2: Quy trnh giao dch ti cng ty c phn Chng khon MBTrong : (1)
Hng dn khch hng cc th tc m ti khon, ng k s dng dch v gia tng Trc
khi mua v bn chng khon qua hot ng mi gii, khch hng phi m mt ti khon
giao dch. Th tc m ti khon ti cng ty chng khon MB nh sau: i vi c
nhn: Khch hng s khai y thng tin c nhn ca mnh theo chng minh th hoc
h chiu, l lch t php (c nhn nc ngoi) vo Hp ng m ti khon v Giy ng k
giao dch qua in thoi v Internet v np li cho nhn vin MBS km theo bn
sao chng minh th ha, l lch t php km bn dch (c cng chng v hp php ha
lnh s) hoc h chiu. i vi t chc: T chc s c mt mu Hp ng m ti khon
ring, ngoi vic k khai chnh xc y cc thng tin, T chc cn phi np km
theo bn sao c cng chng cc giy t nh: Giy php ng k kinh doanh, quyt
nh b nhim gim c, k ton trng, giy u quyn ca Cng ty cho ngi u quyn
giao dch, chng minh th ca ngi c u quynSau khi in y cc thng tin trn
hp ng m ti khon giao dch chng khon v Giy ng k giao dch qua in thoi
v Internet. Nu khch hng m ti khon ti cng ty chng khon th hai tr i
th phi cung cp y v chnh xc cc thng tin v s lng ti khon giao dch
chng khon, m s cc ti khon v tn cng ty chng khon. Khch hng np li cho
nhn vin B phn dch v khch hng km cc giy t quy nh trn. Sau , nhn vin
ca MBS s kim tra v hon thnh th tc m hp ng giao dch chng khon cho
khch hng ng thi thng bo s ti khon giao dch chng khon, username,
password giao dch internet cho khch hng v hng dn quy trnh np tin,
lu k chng khon (nu c) vo ti khon.(2) Nhn lnh ca khch hng Giao phiu
lnh cho nhn vin mi gii: Khch hng trc tip giao lnh cho nhn vin giao
dch c MBS ch nh nhp lnh giao dch chng khon ti S giao dch chng khon
H Ni v S giao dch chng khon H Ch Minh. Sau khi cn b mi gii kim tra
tnh hp l ca phiu lnh, nu khng c sai st lnh ca khch hng s c nhp vo h
thng kim tra s d tin, chng khon. Nu s d tin, chng khon ca khch hng
thc hin giao dch, cn b s k vo phiu lnh v tr li lin 2 ca phiu lnh
cho khch hng Sau khi kim tra tnh hp l ca phiu lnh, Phng tip th cng
ty chng khon chuyn giao phiu lnh cho phng giao dch, ng thi thng bo
cho phng thanh ton b tr. Khch hng k hp ng t lnh t xa vi MBS (K hp
ng giao dch vi MBS qua in thoi, qua Fax) Giao dch qua in thoi: Nhn
vin giao dch MBS s ghi lnh gip khch hng. Khch hng phi c y cc thng
tin cn thit ca phiu lnh v tun th ng quy nh v giao dch chng khon ti
SGDCKHN. Giao dch bng fax: Khch hng in thng tin vo bng k phiu lnh
theo quy nh ca MBS. Hnh thc giao dch t xa khc: Trng hp c th do MBS
quy nh.(3) Thc hin lnhCng ty kim tra ln cui tnh hp l ca lnh mua lnh
bn. Phng giao dch chuyn lnh qua my cho i din giao dch ti TTGDCK. Nu
c sa i hay hu b lnh theo kin khch hng th i din giao dch nhp li lnh
mi km s hiu lnh gc. Lnh mi (sa i/hu b) ch hiu lc khi lnh gc cha c
thc hin.(4) Xc nhn kt qu thc hinSau khi khch hng t lnh, MBS s chuyn
lnh mua (hoc bn) cho i din cng ty ti Trung tm giao dch chng khon
nhp vo h thng. Trung tm giao dch chng khon thc hin khp lnh v thng
bo kt qu giao dch cho MBS.Ngay sau khi khp lnh, MBS s thng bo kt qu
giao dch cho nh u t. Nh u t c nhn chng khon (nu l ngi mua) hoc tin
(nu l ngi bn) trn ti khon ca mnh ti MBS sau 3 ngy lm vic k t ngy
mua bn.(5) Thanh ton b tr giao dch Hot ng ny bao gm vic i chiu giao
dch v b tr cc kt qu giao dch. Sau khi MBS nhp lnh vo h thng Trung
tm giao dch chng khon. S giao dch chng khon s tin hnh i chiu, b tr
trn c s ni dung lnh ca cc cng ty chng khon chuyn vo h thng. Vic b
tr cc kt qu giao dch kt thc bng vic in ra cc chng t thanh ton. Chng
t ny c gi cho cng ty chng khon. N l c s cho vic thc hin thanh ton v
giao chng khon.(6) Thanh ton v nhn chng khon Nu nghip v lu k l iu
kin trc tin tham gia th trng chng khon th thanh ton chng khon v tin
l dch v h tr sau ca giao dch chng khon, l hot ng cui cng hon tt cc
giao dch chng khon. Theo cc bn tham gia giao dch s thc hin ngha v
ca mnh: bn phi tr chng khon thc hin giao chng khon, bn phi tr tin
thc hin vic chuyn tin, ln lt trn c s kt qu b tr chng khon v tin.
gim ri ro cho cc i tc tham gia giao dch, vic thanh ton chng khon v
tin lun phi m bo nguyn tc giao chng khon ng thi vi vic thanh ton
tin, hay cn gi l nguyn tc DVP (Delivery Versus Payment). iu ny s
trnh xy ra ri ro cho ngi giao chng khon do c s chnh lch gia thi
gian giao chng khon v nhn tin.Song song vi cc cng vic trn, nhn vin
mi gii phi thng xuyn theo di hot ng trn ti khon khch hng, gii p mi
thc mc ca khch hng, x l cc khiu ni... C th thc hin cc quy trnh nh
cho vay ng trc tin bn chng khon, cho vay cm c c MBS phi hp vi mt s
ngn hng thng mi h tr nhu cu vn, nhu cu thanh ton cho khch hng. Cc
hot ng ph tr ny c th do nhn vin mi gii m nhim hoc phi hp vi cc b
phn khc cng thc hin.2.2.2. Th phn hot ng mi gii chng khon MBSHot ng
kinh doanh ca cng ty chng khon bao gm mi gii chng khon, t doanh
chng khon, bo lnh pht hnh, t vn u t, lu k chng khon,t vn ti chnh v
mt s cc nghip v h tr khc. Trong , hot ng mi gii chng khon c vai tr
quan trng, lun chim t trng cao trong tng doanh thu ca cng ty. Hot
ng mi gii chng khon c hai loi ch yu l mi gii c phiu, chng ch qu v
tri phiu. Ti MBS, chng khon c mi gii ch yu l c phiu v chng ch qu.
Di y l tnh hnh bin ng th phn gi tr giao dch mi gii c phiu v chng ch
qu ca MBS t 2010-2012:Bng 2.1. Th phn mi gii chng khon ca MBS ti s
giao dch chng khon TP.HCM v H NiTh phnMc tng/gimT l tng/gim
2010201120122011/20102012/20112011/20102012/2011
SGDCK HCM10.04%5.46%3.81%(4.58%)(1.65)(45.61%)(30.22%)
SGDCK HN11.90%6.75%4.81%(5.15%)(1.94)(43.28%)(28.74%)
Ngun: S giao dch chng khon TP.HCM & H NiNm 2010, th phn mi
gii chng khon ca MBS trn c hai s giao dch H Ni v H Ch Minh u ng v
tr s 1 , t 10.04% (HSX) v 11.9% (HNX). y l mt nm y kh khn ca th
trng chng khon vi nhiu din bin bt thng gy nhiu kh khn cho cc cng ty
mi gii. Tuy vy, MBS hon thnh xut sc mc tiu gi vng v tr s mt v mi
gii chng khon trn c hai sn HSX v HNX vi th phn tng ng l 10,4% v
11,9%, khch hng ngy cng t nim tin vo cht lng dch v ca MBS, kt thc
nm 2010, s lng ti khon tng 206% so vi nm 2008 v tng 69,7% so vi nm
2009. Nghip v mi gii l mt trong nhng nghip v thnh cng nht ca MBS nm
2010, c c thnh cng trn l do cng ty ch ng a ra cc chnh sch linh hot
ph hp vi nhu cu khch hng, m bo tt cht lng cung cp dch v, c khch hng
tin tng.Nm 2011, th phn mi gii chng khon ca MBS trn c hai s giao
dch u gim mnh. Ti SGDCK H Ch Minh, th phn mi gii t 5.46%, gim 4.58%
(t l gim 45.61%) so vi nm 2010. Tng t, th phn mi gii nm 2011 ti
SGDCK H Ni gim 5.15% (t l gim 43.28%), t 6.75%. Trong nm 2011, th
trng chng khon c nhiu bin ng, kh khn v thch thc. u nm VN-Index c
nhng phin tng im lin tip. Tuy nhin, ngay sau VN-Index li lin tc tri
st vi cc phin tng im xen k gim im ngy cng mnh, thanh khon th trng
st gim v th trng ri vo trng thi trm lng cho n cui nm 2011. S st gim
mnh c v im s v gi tr giao dch trn th trng chng khon nh hng nghim
trng ti hot ng ca cc cng ty chng khon. Mt s cng ty chng khon mt
thanh khon, mt s khc phi hy b dch v mi gii chng khon v iu d nhn thy
l th phn ca hu ht cc cng ty chng khon thay i nhiu so vi nm 2010. tn
ti, cc cng ty chng khon bt buc phi thu gn quy m, gim nhn s ti a c
th duy tr hot ng. Mt d cung cp dch v mi gii l mt trong nhng th mnh
ca MBS, MBS vn chu tc ng mnh t nhng bin ng tiu cc ca th trng chng
khon trong nm 2011, lm gim th phn mi gii. Tuy th phn b st gim nhng
MBS vn gi vng v tr s mt trn sn HNX vi mc th phn 6,75% v trn sn HSX
TLS ng v tr th 4 vi mc th phn 5.46%. l nh vo vic thay i chin lc
kinh doanh ph hp vi nhng bin ng kh khn ca th trng, bn cnh mc tiu t
th phn cao, MBS vn lun ch trng trong vic m bo an ton v hiu qu cho
mi hot ng ca MBS.Nm 2012, th phn mi gii chng khon MBS tip tc gim
mnh. Trn SGDCK H Ch Minh, th phn mi gii nm 2012 ch t 3.81%, gim
1.65% (t l gim 30.22%) so vi nm 2011. Cn ti SGDCK H Ni, th phn mi
gii gim 1.94% (t l gim 28.74%), t 4.81%. Bc sang nm ny, th trng
chng khon Vit Nam vn cn nhiu kh khn, chu tc ng mnh bi nhng bin ng
tiu cc ca nn kinh t trong nc cng nh trn th gii. iu ny tc ng n kinh
doanh ca hu ht cc cng ty chng khon trn th trng. Nhiu cng ty chng
khon thc hin cc bin php ct gim chi ph, tng doanh thu nh ng ca cc
phng giao dch hot ng khng hiu qu, thay i a ch tr s, ct gim nhn s,
tng li sut h tr ti chnhKhng phi l mt ngoi l, MBS cng chu tc ng tiu
cc, buc phi tp trung ch yu vo vic c cu li cng ty nn th phn ca MBS
trn c hai sn st gim ng k. Tuy nhin, nh nhng n lc trong vic nng cao
cht lng dch v, cng c lng tin ca khch hng cng nh nhng ci tin v cng
ngh nh nng cp phn mm giao dch stock 24 nhm nng cao tin li cho khch
hng gip MBS vn ng vng trong top 10 th phn mi gii ca c hai s giao
dch chng khon H Ni v Thnh Ph H Ch Minh.2.2.3. Biu ph dch v mi gii
chng khon PH GIAO DCH CHNG KHON Bng 2.2. Biu ph giao dch chng khon
qua cc knh giao dch ti MBSGi tr giao dch/ ngyT l ph qua cc knh giao
dch
Knh Broker/Sn
Knh Contact24
Knh Stock24
Tng gi tr giao dch di 100 triu VN
0.35%
0.25%
0.15%
Tng gi tr giao dch t 100 300 triu VN
0.325%
Tng gi tr giao dch t 300 500 triu VN
0.3%
Tng gi tr giao dch t 500 700 triu VN
0.25%
Tng gi tr giao dch t 700 1.000 triu VN
0.2%
0.2%
Tng gi tr giao dch trn 1 t VN
0.15%
0.15%
Ph giao dch giao dch chng khon l l - Gi thc hin giao dch chng
khon l l: Gi sn ti ngy Khch hng thc hin giao dch. - Ph dch v: 10%
Tng gi tr chng khon l l thc hin giao dch. Biu ph giao dch Tri phiu:
- Ph giao dch Tri phiu cho Khch hng ph thng: 0.1%/Tng gi tr giao
dch - Ph giao dch Tri phiu cho Khch hng VIP: 0.02% - 0.1%/Tng gi tr
giao dch PH M/NG DCH V Stock24 - Ln u :Stock24 (Matrix card): Min
ph - Cp li : Stock 24 (Matrix card) cc nguyn nhn sau: Do Khch hng
lm mt th: 100.000 ng/th Th b xa do ht hn s dng: Min ph Th ht s ln s
dng (1.000 ln): Min ph Th b li: Min ph M/ng ti khon - Ph m ti khon:
Min ph - Ph ng ti khon nh u t trong nc: 100.000 ng/ti khon - Ph ng
ti khon nh u t nc ngoi: 1.000.000 ng/ti khon - Ph chuyn chng khon
khi ng (nu cn trong ti khon): 5 ng/10 c phiu PH TRA CU THNG TIN TI
KHON Ti quy Bng 2.3. Biu ph tra cu thng tin ti khon ti qun ca
MBSSTT
Yu cu dch v
Ph thu
1Sao k giao dch tin
aT 1 n 2 nm k t ngy in sao k
30.000 /ln (ti a 2 bn)T bn th 3 thu 5.000 /bn
bTrn 2 nm k t ngy in sao k
50.000 /ln (ti a 2 bn)T bn th 3 thu 5.000 /bn
2Sao k giao dch chng khon
aT 1 n 2 nm k t ngy in sao k
30.000 /ln (ti a 2 bn). T bn th 3 thu 5.000 /bn
bTrn 2 nm k t ngy in sao k
50.000 /ln (ti a 2 bn)T bn th 3 thu 5.000 /bn
3Gi sao k bng th m bo cho KH
Gi khi KH c yu cu, bao gm:Sao k giao dch tin v giao dch chng
khonPh sao k + bu ph(Ti thiu 10.000 /ln)
4Xc nhn s d ti khon theo yu cu KH
aXc nhn do KH lp(Khng phn bit ting Vit/Ting Anh)100.000 /ln (ti
a 3 bn)T bn th 4 thu 20.000 /bn
bXc nhn do MBS lp(Khng phn bit ting Vit/Ting Anh)50.000 /ln (ti
a 3 bn)T bn th 4 thu 10.000 /bn
5Ph sao lu chng t
aSao lu chng t trong 15 ngy k t ngy giao dch
Khng thu ph
bSao lu chng t t 15 ngy n 3 thng k t ngy giao dch
10.000 /chng t
cSao lu chng t t 3 thng n 1 nm k t ngy giao dch
30.000 /chng t
dSao lu chng t t 1 n 3 nm k t ngy giao dch
50.000 /chng t
eSao lu chng t t 3 nm tr ln k t ngy giao dch
70.000 /chng t
Ngun: Cn ty chng khon MB Qua contact center - Ph ng k dch v: Min
ph - Cc gi vo tng i do nh mng thu: 1000 /pht (khng phn bit u s in
thoi gi vo) - Tin nhn SMS gi KH (TB s d, KQKL, thng tin quyn, giao
dch tin, thng bo khc): Min ph. PH CHUYN KHON TIN Chuyn khon ni b:
Min ph Chuyn khon ra ngn hng - Ra ngn hng MB Ti quy: 7.700 vn/giao
dch (khng tnh gi tr) Qua stock24: 7.700 vn/giao dch (khng tnh gi
tr) - Ra ngn hng khc MBS thu h, lm trung gian thu theo biu ph ca
ngn hng MB/NH khc tng thi k. Nhn xt: Biu ph: Biu ph dch v ca MBS
nhn chung khng qu cao, st vi mt bng cc cng ty mi gii, tuy vn c mt s
mng nhnh hn i cht. Mc ph giao dch chng khon ca MBS cao hn mt s n v
nh Cng ty Chng khon Tp.HCM, Cng ty Chng khon NHT&PT Vit Nam,
Cng ty Chng khon ACB. C th: ph giao dch vi tng gi tr t 100-300 triu
ng l 0,325% cn cc cng ty khc l khong 0,3%. Tuy nhin ph giao dch tri
phiu t 0,02% n 0,1% li st vi mt bng chung, c th l do y khng phi mng
mi gii th mnh ca MBS. Cc mc ph khc nh ph lu k chng khon, ph m/ng
dch v, ph tra cu thng tin hu ht cc cng ty chng khon gn nh chung mt
mc ph. Cht lng dch v: i i vi mc ph dch v th MBS l mt trong nhng cng
ty chng khon c cht lng phc v tt nht Vit Nam hin nay. Cc loi hnh dch
v phong ph ph hp vi rt nhiu nhu cu a dng ca khch hng, c h tr bi nn
tng cng ngh tin tin, hin i, ng b theo hng thun tin, hiu qu, nhanh
chng v an ton bo mt, tiu biu l phn mm SmartBroker. SmartBroker l
phn mm gip khch hng c th ti bt k phng giao dch no ca MBS truy vn
thng tin, thc hin cc giao dch; khch hng c th thc hin ng thi cc giao
dch lnh, xem s d ti khon, tra cu thng tin khp lnh, ng thi cng h tr
giao dch trc tuyn. Ngoi ra km theo l i ng nhn vin phc v nng ng, phc
v tn tnh, chu o to ra s an tm, mt ch da tin cy ca khch hng. Chnh nh
nhng iu m cht lng dch v MBS lun c nh gi cao.2.2.4. Kt qu kinh doanh
hot ng mi gii ti MBSTuy th phn hot ng mi gii chng khon ca MBS lun
ng u trn c hai s giao dch thnh ph H Ch Minh v H Ni nhng t trng
doanh thu do hot ng ny mang li trn tng doanh thu vn cn thp v c xu
hng gim dn trong nhng nm gn y. Nm 2010, t trng doanh thu mi gii trn
tng doanh thu t 17.88%, ng gp nhiu nht vo tng doanh thu so vi cc
hot ng u t, t vn v lu k. Sang nm 2011, t trng doanh thu mi gii trn
tng doanh thu gim 9.76%, cn 8.12%. Mc d tng doanh thu 2011 gim mnh
so vi nm 2010 nhng mc gim ca doanh thu mi gii nhiu hn lm gim t trng
doanh thu mi gii trn tng doanh thu. Sang nm 2012, tng doanh thu v
doanh thu mi gii tip tc gim nhng mc gim ca doanh thu mi gii thp hn
lm cho t trng doanh thu mi gii trn tng doanh thu tng 4%, t
12.12%.
Bng 2.4. T trng doanh thu mi gii trn tng doanh thu nm
2010-2012VT: Nghn ngCh tiu201020112012T l trn doanh thu
201020112012
Doanh thu1,311,837692,144394,385100%100%100%
Doanh thu mi gii234,52856,23347,78717.88%8.12%12.12%
Doanh thu u t207,873128,94891,07915.84%18.63%23.09%
Doanh thu t vn6,40312,7859,1220.49%1.85%2.31%
Doanh thu lu k 3,1294,4137,2800.24%0.64%1.85%
Doanh thu khc859,904489,765239,11744.97%70.76%60.64%
Ngun: Bo co thng nin MBSBiu 2.1. Doanh thu mi gii ti MBS nm
2010-2012Ngun: Bo co thng nin MBSGiai on 2010-2012, th trng chng
khon c nhiu kh khn, nh hng tiu cc ti hot ng kinh doanh ca cc cng ty
chng khon. Khng nm ngoi xu hng , hot ng kinh doanh ni chung v hot
ng mi gii ni ring ca MBS cng b tc ng mnh, lm gim doanh thu, doanh
thu mi gii t nm 2010-2012. Nm 2010, doanh thu hot ng mi gii t
234,528 nghn ng v sau gim mnh cn 56,233 nghn ng vo nm 2011, mc gim
178,295. Nm 2012, doanh thu mi gii tip tc gim 8,446 nghn ng, cn
47,787 nghn ng.2.3. So snh hot ng mi gii chng khon ca MBS vi cc cng
ty chng khon khcBiu 2.2. Th phn mi gii c phiu ca mt s cng ty ln trn
HNX
Ngun: S giao dch chng khon H NiBiu 2.3. Th phn mi gii c phiu ca
mt s cng ty ln trn HOSE
Ngun: S giao dch chng khon H Ch MinhNm 2010, th phn mi gii ca
MBS chim v tr s 1 trn c hai s giao dch H Ni v H Ch Minh. Cng ty c
phn chng khon Si Gn (SSI) chim th phn th hai vi 8.94%. Cng ty c phn
chng khon Tp.HCM (HSC) v cng ty c phn Chng khon NH Si Gn Thng Tn
(Sacombank-SBS) cng chim th phn ng k ln lt l 7.02% v 6.02%. Cc cng
ty chng khon khc trn th trng u nm gi th phn di 5%.Nm 2011, c s thay
i v tr gia bn cng ty chng khon gi nhiu th phn nht. Trn sn HNX, Tuy
th phn mi gii ca MBS ch cn chim 7.75% nhng MBS vn ng v tr s 1 trong
top nhng cng ty c th phn mi gii cao nht. Cn trn sn HOSE, MBS ri
xung v tr th 4, cn 5.46%. Cng ty c phn chng khon Si Gn (SSI) nm gi
th phn ln nht 13.21%. Cng ty c phn chng khon Tp.HCM (HSC) v cng ty
c phn Chng khon NH Si Gn Thng Tn (Sacombank-SBS) ln lt s hu 8.15% v
6.05%. Mt s cng ty chim gi th phn t hn c s tng trng trong th phn:
Cng ty TNHH chng khon ACB (ACBS) gi 5%, cng ty c phn chng khon Bn
Vit (VCS) gi 3.99% v cng ty c phn chng khon KimEng Vit Nam (KEVS)
3.68%. Nm 2012, trn sn HSX, cng ty c phn chng khon Tp.HCM (HSC) vt
ln nm gi th phn cao nht 11.77%. Cc cng ty chng khon khc u c s tng
ln trong th phn. Ngoi ra cn c s xut hin ca cc cng ty chng khon khc
nm gi th phn ng k trong nm 2012. Cng ty C phn Chng khon MB MBS tip
tc gim th phn trn c hai sn HNX v HOSE, ch cn 3.81% (ng v tr th 7)
so vi 10.04% ca nm 2010 v 5.46% ca nm 2011 trn sn HOSE v 4.81% (ng
v tr th 5) trn sn HNX.
CHNG 3: GII PHP PHT TRIN HOT NG MI GII TI CNG TY C PHN CHNG KHON
MB3.1. Xy dng chin lc khch hng ton din hp lChnh sch khch hng c mt v
tr ht sc quan trng trong ton b hot ng kinh doanh ca cng ty. Chnh
sch khch hng c thc hin c hay khng ty thuc vo kt qu ca vic kt hp v s
dng nhiu chnh sch khc nhau, mi chnh sch s ng vai tr nht nh nhng c
mi quan h vi nhau. Mt chnh sch khch hng bao gm: Chnh sch gi c hp
dn: Trong mi trng kinh doanh cnh tranh gay gt nh hin nay th mc ph
mi gii ca cng ty phi c p dng mt cch linh hot. Mc ph a ra phi da trn
mng hot ng th mnh ca cng ty, ph hp vi tng i tng khch hng v tng thi
im c th nhm va tn dng c th mnh cnh tranh va duy tr mi quan h lu di
vi khch hng ng thi thu ht thm khch hng mi. thc hin c iu ny, cng ty
c th tin hnh phn khc khch hng theo nhng tiu chun nht nh. a dng ha
cc loi hnh dch v: Cng ty phi tin hnh nghin cu, hc hi v ci tin cc
dch v h tr cho nghip v chnh ng thi xem xt v trin khai cung cp cc
dch v mi nhm tha mn nhu cu ngy cng a dng v pht trin ca khch hng. Ch
ng tm kim khch hng: L hot ng khng th thiu nhm m rng v nng cao s lng
khch hng n vi mnh. Chnh sch ny khng nhng nhm vo i tng l cc nh u t
trong nc, nh u t c nhn m cn nhm c vo cc nh u t nc ngoi, nh u t t
chc. Khi cc cng ty chng khon ngy cng nhiu, mc cnh tranh ngy cng gay
gt, cc nhn vin mi gii khng th ngi ch c may l khch hng ch ng gi in
ti hay ch thn i n cng ty m ti khon. Khch hng s c xu hng la chn nhng
cng ty v ngi mi gii no xng ng h gi gm ti sn ca mnh, do vy ngi mi
gii phi ch ng v tch cc th hin mnh.Cng ty c th tip cn khch hng theo
nhng cch sau y: Nhn vin mi gii tn dng nhng mi quan h ca mnh, nhng
ngi mnh quen bit gii thiu v cung cp dch v. u im ca phng php ny l
hai bn hiu bit nhau mt mc nht nh v kh nng ti chnh cng nh t cch o c,
nng lc chuyn mn ca i tc. Nu nhn vin mi gii to c s tn nhim ban u cho
khch hng, chc chn h s c nhng khch hng hin ti ny gii thiu cho nhng
khch hng tim nng khc. T chc nhng cuc thuyt trnh, hi tho, gii thiu
sn phm, nhiu nc. T gc ca ngi mi gii th phng php ny em li n tng tt i
vi cng ty nhanh hn nhiu so vi nhng phng php khc. m bo phong cch
giao tip vn minh, lch s, tn tnh, chu o: Thi ca nhn vin c th to nn
hnh nh ca cng ty trong lng khch hng. V vy phong cch giao tip v tc
phong lm vic ca nhn vin mi gii s nh hng ln n hiu qu ca vic thu ht
khch hng. Ngoi ra nhn vin cn phi lm vic vi tinh thn trch nhim cao,
cn thn khng mc sai st, nhm ln to s an tm, tin tng tuyt i t pha khch
hng. T chc hi ngh khch hng mt cch nh k: Hi ngh khch hng l ni gp g,
trao i, hc tp kinh nghim gia cc nh u t vi nhau v gia cc nh u t vi
cng ty. i vi nh u t, hi ngh khch hng l dp tt nh u t tm hiu k hn v
cng ty thng qua cc loi hnh dch v m cng ty ang cung cp cho h, da vo
nhng thng tin c c phn tch iu g nn lm v khng nn lm, u t nh th no
trong thi gian ti t hiu qu cao nht. i vi cng ty chng khon, hi ngh
khch hng l dp tt tng cng mi quan h vi nh u t.3.2. Nng cao c s vt
cht k thut, ci tin cng nghC s vt cht k thut l mt trong nhng yu t
quan trng, gp phn nng cao nng lc phc v, gim chi ph v tng cng hnh
nh, uy tn cho hot ng mi gii ca cng ty. Trong thi i cng ngh thng tin
hin nay, h thng phn mm k thut khng ngng c nng cao v ci thin sao cho
ngy cng ph hp vi cc yu cu ca th trng. Do vy, MBS cn phi : u t v nng
cp trang thit b hot ng kinh doanh cho cn b cng nhn vin ca cng ty,m
bo cho mi ngi c iu kin lm vic theo tc phong cng nghip. Hn na, cng
ty cn cp nht lin tc nhng s thay i mi trong h thng phn mm k thut m
bo sc cnh tranh vi cc i th khc trn th trng chng khon. phc v khch
hng tt hn, to cho h cm gic thoi mi, an tm khi n giao dch, cng ty cn
phi c a im giao dch thun li, ch ngi thoi mi, c ni trao i v tra cu
thng tin mt cch d dng, thun li.i km vi nhng tin ch th cng ngh thng
tin cng cha ng nhng mt tri ca n: vic s dng phn mm mi c th xy ra li,
cc loi virut c th xm nhp v ph hoi d liu lm ri lon h thngDo cc nhn
vin cng cn c chuyn mn k thut nm bt vn hnh c hiu qu, khng ngng nghin
cu, pht trin v hon thin hn na nhng phn mm c p dng m bo cht lng ca
hot ng giao dch ti cng ty. Cng ty cng cn c chng trnh d phng, k hoch
sn sng ng ph vi tnh trng b xm nhp bt hp php, b mt lin lc trong khi
giao dch cng nh trong trng hp khn cp.C th chia lm 3 giai on nh
sau:Giai on 1: Hon thin tr s chnh v cc c s vt cht km theo nh h thng
thng tin ni b, cc phng dnh ring cho khch hng nghin cu, tin hc ha
cng tc vn phng v k ton.Giai on 2: Pht trin phn mm tin hc phc v cho
hot ng qun l ti khon, thanh ton vi khch hng, tin ti qun l ton b hot
ng mi gii chng khon qua my tnh. Vic ny cn c s phi hp ca TTGDCK v cc
cng ty chng khon trong vic thng nht pht trin phn mm tin hc.Giai on
3: Pht trin h thng mng li v ni mng gia cc tr s vi cc chi nhnh, vn
phng giao dch, tin ti phc v khch hng theo hng Khch hng c ti khon mt
chi nhnh cng ty c th t lnh giao dch mt chi nhnh khc.3.3. Xy dng
ngun nhn lc: Mt trong nhng c th ca ngnh mi gii chng khon l cc sn
phm mang tnh v hnh nn cng ngh v con ngi l nhng yu t rt quan trng. D
nhng nh mi gii ca MBS c tng cng v s lng, nhng trc nhng thch thc ca
giai on kinh t ang kh khn v nhng yu cu ngy cng cao ca nh u t, MBS
mun nng cao nng lc cnh tranh, pht trin hot ng mi gii chng khon, cng
ty cn phi tp trung vo yu t xy dng ngun nhn lc, c th l: Xy dng v pht
trin mt i ng nhn s ln mnh v cht v lng:Trong hot ng mi gii chng
khon, yu t con ngi chim mt v tr v cng quan trng, quyt nh s thnh cng
v hiu qu hot ng ca cng ty chng khon. MBS mun nng cao nng lc cnh
tranh cn o to i ng nhn vin chuyn nghip c chuyn mn su, gii v nghip v
v k thut. Trang b kin thc chuyn su v chng khon v th trng chng
khonVic nng cao chuyn mn v chng khon v th trng chng khon gip nhn
vin nhn nh v phn tch th trng hiu qu nhm gip khch hng c nhng thng
tin hu ch u t hiu qu. Trang b kin thc v k nng nghip v t th phn cao
v tng trng cnh tranh trong hot ng mi gii chng khon ni ring v kinh
doanh chng khon ni chung ca cng ty chng khon l ph thuc vo cc kh nng
s dng v khai thc cc k nng ca mt nhn vin mi gii chng khon. K nng
truyn t thng tin.Thi quan tm ca nhn vin vi khch hng: khch hng chnh
l s tn vong i vi bn thn nhn vin mi gii t thc c tm quan trng ca khch
hng m c thi quan tm tha ng. To lp s tn nhim v lng tin: nhn vin mi
gii cn phi nm gi c nhng k thut giao tip khin cho khch hng cm nhn c
s ha hp, ng cm dn ti s tin cy ca khch hng i vi nh mi gii. Khi c c s
tin cy ca khch hng th li ni ca nhn vin mi gii s c gi tr hn t nng
cao hiu qu ca qu trnh truyn t thng tin n khch hng. K nng tm kim
khch hng cung cp dch v cho khch hng tim nng nhn vin mi gii phi ch
ng v khng ngng m rng tm kim khch hng nhm kch thch, thu ht, tho mn
tt nht nhu cu ca h. K nng khai thc thng tinMt trong nhng nguyn tc
trong ngh mi gii chng khon l phi hiu khch hng tc l nm cc thng tin v
ti chnh, nhu cu v mc chp nhn ri ro ca khch hng t c th p ng tt c cc
nhu cu ca khch hng. Vic thu thp thng tin gip tng s trung thnh ca
khch hng ng thi c quyt nh sang sut khi a ra quyt nh bn hng. y l cha
kha thnh cng cho nhn vin mi gii.Vic s dng thnh thc cc k nng s nng
cao trnh chuyn mn ca nhn vin mi gii t chim c lng tin ca khch hng,
nng cao uy tn cng ty gp phn lm tng hiu qu hot ng ca nghip v mi gii
chng khon. ra chnh sch tuyn dng nhn vin hiu quChnh sch tuyn dng nhn
vin mi gii cn da trn tiu ch la chn nhng ngi tht s c trnh hiu bit v
chng khon v th trng chng khon. Mc khc, nhng nhn vin c tuyn dng cn
cn phi c tinh thn trch nhim, c kh nng giao tip tt, kh nng chu p lc
cng vic cao, c o c ngh nghip Ch i ng hp lCh thng pht hp l gn lin vi
hiu qu cng vic va l ng c va l yu cu i hi ngi lao ng quan tm n hc tp
bi dng nng cao kin thc v trnh chuyn mn. Chnh v vy cng ty cn phi c
ch i ng hp l nhm khuyn khch nhn vin mi gii nng cao hiu qu trong cng
vic, khng ngng trau di kin thc chuyn mn cng nh cc k nng cn c, ng
thi gip nng cao tinh thn trch nhim ca cc nhn vin.3.4. Lp h thng kim
tra, gim st ni bTrong hoat ng kinh doanh chng khon, vic thit lp mt
h thng kim tra, gim st ni b trong cc cng ty chng khon l mt yu cu ti
quan trng i vi loi hnh cng ty ny. Vic ny nhm hn ch v ngn nga vic vi
phm cc quy nh v o c ngh nghip, cc quy nh ca php lut, k c v tnh hay
c . Vic thit lp h thng kim tra, gim st s mang li nhiu li ch nh
sau:Th nht, thc hin bo v li ch v i x cng bng vi nh u t.Th hai, thc
hin chc nng gim st vic thc hin cc quy nh tiu chun ca th trng v bo v
uy tn ca chnh cng ty, ngn chn kp thi cc hnh vi vi phm ca cn b cng
ty do v tnh hay c vi phm o c ngh nghip.Th ba, b phn gim st ni b s m
nhn vai tr u mi trong vic tun th cc quy nh th trng, trin khai thc
hin cc quy nh mi ca y ban chng khon Nh nc, trung tm giao dch chng
khon v nghip v, v cc ch , chnh sch mi.
TI LIU THAM KHOVn bn quy phm php lut1. Lut s 70/2006/QH11 ca Quc
hi: Lut Chng khon.2. Lut s 62/2010/QH12 ca Quc hi: Lut Chng khon sa
i.3. Quyt nh 15/2008/Q-BTC v vic ban hnh quy ch hnh ngh chng
khon.4. Thng t 147/2012/TT-BTC v vic Sa i, b sung mt s iu ca Quy ch
hnh ngh chng khon5. Thng t 210/2012/TT-BTC hng dn thnh lp v hot ng
cng ty chng khon.Ngun tham kho t sch v internet6. Bi Kim Yn (2010),
Th trng chng khon, NXB Thng K.7. Cng ty c phn chng khon MB (2010),
Bo co thng nin nm 2010.8. Cng ty c phn chng khon MB (2011), Bo co
thng nin nm 2011.9. Cng ty c phn chng khon MB (2012), Bo co thng
nin nm 2012.10. S giao dch chng khon Thnh ph H Ch Minh, Th phn gi
tr giao dch mi gii ca 10 cng ty chng khon hng u ti s giao dch chng
khon TP H Ch Minh, ly v ngy 15/4/2013, t
http://www.hsx.vn/topgtgd/11. Top 10 th phn mi gii ti HNX trong qu
4 v c nm 2010, ly v ngy 15/4/2013, t
http://cafef.vn/thi-truong-chung-khoan/top-10-thi-phan-moi-gioi-tai-hnx-trong-q4-va-ca-nam-2010-20110110114710352ca31.chn12.
TLS-VND-HSC thng tr top u th phn mi gii ti HNX nm 2011, ly v ngy
15/4/2013, t
http://cafef.vn/thi-truong-chung-khoan/tlsvndhsc-thong-tri-top-dau-thi-phan-moi-gioi-tai-hnx-nam-2011-2012010505081285ca31.chn13.
Th phn mi gii HNX qu 1/2013: Bt ng SHS v BSC lt vo top 10, ly v ngy
15/4/2013, t http://www.bsc.com.vn/News/2013/4/8/301842.aspx14. B
phn phn tch cng ty c phn chng khon VNDRECT (2011), Bo co th trng
chng khan 2010 v trin vng ngnh 2011, ly v ngy 18/4/2013, t
http://www.stoxplus.com/download.asp?id=2715. Phng phn tch v nghin
cu VCBS (2012), Bo co v m v th trng chng khon 2011-2012, ly v ngy
18/4/2013, t
http://investor.vietinbank.vn/Handlers/DownloadReportView.ashx?ReportID=5316.
Cng ty c phn chng khon MBS, Biu ph dch v mi gii chng khon, ly v ngy
15/4/2013, t
http://mbs.com.vn/Upload/MBS/KH/MBS_Bieu%20phi%20DVCK.pdf
